Try the greatest Amazon seller tools on the planet free for 30 days at https://sellerseo.com/
Transcription in this episode:
[00:00:01] spk_0: Welcome to the seller, roundtable e commerce coaching and business strategies with Andy Arnott and Amy Wees. [00:00:08] spk_1: What's [00:00:10] spk_2: up everybody? I'm hanging out here with my friend Dylan carter. We haven't hung out in a while and Dylan's been working on some crazy stuff, so I'm excited about that, I'm super tired today, I don't know why, but I'm drinking coffee this afternoon to try to stay awake [00:00:29] spk_1: for me too. Are you really? We get these triple shot La colombe coffees and they're delicious. They're really and they're small but it's, it's supposed to be like [00:00:44] spk_2: you're in florida now, [00:00:45] spk_1: right? No, no, so so we're in boston. Um no, it's a pretty big, I mean there's a there's they're not like super out there, but they have a few cafes here. But yeah, you can get on in most grocery stores now. They are. And saying like I just got another shipment of three boxes of 24 because we go through them so frequently [00:01:06] spk_2: your way past the single cup. Yeah, for me, I can't have more than like two cups a day, two cups is like my [00:01:18] spk_1: mask. So I've [00:01:20] spk_2: got my seller meet up cup that says being a Ceo is easy, it's like riding a bike except the bike is on fire, you're on fire, everything is on fire. That's so true, so accurate, so [00:01:37] spk_1: That's so cool. That's awesome. That's awesome. Yeah, I think I got 45 minutes of sleep last night, if I'm being honest, so I'm like nice and wired up. Yeah, it was a weird night, like went to bed, you know, we're so we, we pushed out some something new last night and we were up pretty late and so by the time I got home and I took a hot bath, started to relax, I was like alright, I'm good, I'm sleeping now and uh I have this habit of laying on an acupuncture mat while watching star trek next generation to fall asleep. It's like, it's a beautiful mixture and uh lay there and just Laid there for like seven hours and then my alarm went off. I was like, this is terrible, but it happens not frequently, but it does. So yeah, it's all [00:02:20] spk_2: good. So I'm doing this thing lately because I was not getting a lot of sleep either and I was just, my routine was just sucking like I wasn't taking good care of myself and you know, it just, we we get out of a good routine sometimes and um and so I was like getting up in the morning and I'd be like right on facebook on my phone and I was just like, not taking again, not taking care of myself whatever. So my husband rashid and I, we came up with this strategy because we wanted to also show our kids that, you know, it's before we mindlessly escape into video games or our apps or whatever. We wanted to make sure that we're taking care of ourselves, our environment and our mental health and our commitment. So those are the four things. So mental health is number one. So we read or do like prayer, meditation. And then the second thing is self care. So exercise, taking care of your body, all that kind of stuff and your, your hygiene, all the stuff that kids sometimes need a reminder on. And us adults sometimes need not as strong of a reminder when it comes to the video department, but, but our kids, you know, need that. And then our number three thing that we're doing is taking care of our environment, taking care of the things around us, making sure that where we are is nice and then finally our commitments and once we're done with all of those things, then we're allowed to like mindlessly escape into video games or netflix or whatever. But it's been tough. It's been like every time I want to get on facebook around social or whatever and just get that quick dopamine Tiktok, I'm like, okay, crap, I gotta take care of myself first. Fine. [00:04:14] spk_1: It's funny you mentioned that. So I struggle with that as well. I do active recovery protocols and each person has their own thing. So I have one in the morning, which I call my power our kind of thing. And so it's, it's a cold shower. I meditate for 15 minutes and then I do uh, the five minute journal. I do, I do the app actually. So I'm doing a bit of gratitude and just kind of like preparing myself for the day from like a, a uh what's the term, I can't think of the term now basically [00:04:47] spk_2: before your, before you get stressed feed your like putting things into perspective for. [00:04:56] spk_1: Exactly. And I've deleted facebook, deleted instagram, haven't jumped on Tiktok. So I have no social media apps outside of Pinterest on my phone. Um And then midday I do another Active recovery Protocol protocol. Typically I'll do like box breathing, I'll do another 15 minute meditation session. It's basically like, you know, as you come into the day, you have a ton of energy and then it just hardcore depletes and then you need to replenish it, especially like with what we're doing, we're moving so fast right now and I'm managing so many different things that, you know, it's, it's draining at times, right? Just because there's so much volume of it and it's never ending that I'll take a midday I'll eat and I'll go do this. And then in the evenings I have like a power down ritual kind of thing where like the whole next day planned out all my task for all my calendar, like even broken [00:05:41] spk_2: down all night thinking about correct. Yeah, that's the plan. Exactly. I'm going to bed [00:05:49] spk_1: and just go to bed Exactly. Which did not happen last night, but that's okay. [00:05:54] spk_2: Well, I suppose we should kick on off this pocket. I just want to join us. We're going to actually talk today about um a lot of fun stuff we're gonna talk about pricing because Dylan created re pricing at, which is cool. But in pricing has changed and so has reselling on amazon um lately. So that's cool. But Dylan is also working on helping people sell their products B two B wholesale. So we're going to talk about that and that's one of you know the topics that's near and dear to my heart as well. So I love that. We get to nerd out about that today if you guys want to join us in the zoom. I'm here with caramel, scott and Vlad um as well as Dylan and um and you guys can join us at cellar roundtable dot com forward slash live. We're here hanging out and I'm going to hit the recording button and we're going to get this party started. Are we ready? [00:06:49] spk_1: Let's do [00:06:49] spk_2: it. [00:06:51] spk_1: Game face. [00:06:52] spk_2: Game face. Hey, what's up everybody? This is Amy is here and my buddy and we are not is not here today. He has a sick kid. So you know, he's excused today. There's a lot of sickness going around lately but we're here with our friend Dylan carter and we're on episode 138 of the cellar roundtable. I'm so excited to talk to our old friend Dylan again and find out what he's been up to and what's going on in his world and there's some really exciting things. Um So we're going to talk today with Dylan about pricing, Like pricing is a thing, right? We've noticed it on the private label side. We've noticed it on the reselling side. So we're definitely gonna talk about some pricing trends today. We're also going to talk about setting up B2B channels, wholesale channels for your private label products. Dill is working on a special project there, so stay tuned. Let's get into it. Welcome. Dylan. Please tell us a little bit about you for the folks. Sure don't know who you are. [00:08:05] spk_1: Yeah, that was a lot of build up. I like it. I'll see if I can live up to it. Um Yeah, a bit about myself. So, it was an amazon seller for a number of years, like most amazon sellers, I started with R. A. Just to kind of test the waters right? Um I kind of wanted to just prove that it was real because I'm like, I heard it on podcasts and we'll see improved. It was real. I was like, all right, this is cool at the time. It was a full time personal trainer and I would spend every free hour I could sourcing and that was fun. But I got to a point where um with the personal training side I I decided to move away from that. Um One, it just, for me, my life always comes down to the scalability, right? So it's hard to scale your time. And I had this weird conundrum where I built relationships with my clients, but the only way to make more money was to charge them more money and that wasn't really a route I cared to go, it just felt kind of conflicting. And so I was like, you know what, I want to find something a little bit more scalable and physical products was that thing, and so I quit that, you know, triple down on retail arbitrage and then just spent 10 hours a day sourcing. Then he quickly realized, okay, it's still my time, right? Like I might be able to get sales in my sleep, but I'm still having to spend 10 hours a day sourcing and it, you know, it wasn't a whole lot less hours that I was working compared to being a personal trainer. So I was like, what's the next most scalable thing? Well, in my mind it was online arbitrage, right? I can do it from my home, like I don't have to jump around and you know, it's easier to buy and then shipped to, you know, my house and deal with everything. So it went that route and it was interesting, you know, I wasn't that great at online arbitrage if I'm being honest, um and then hit a fork in the road a major win, 1st 1st 1 in this story where I was like, okay, this is cool, but it's not something that I think I could grow into like a sustainable great business, so I need to figure out what I want to do business model wise. And so I thought, okay, I got wholesale or private label for me at the time, private label was, you know, going to cost a lot more money than I had available and it was going to test, right? It's like, I realistically had one at bat and I was like, listen, I'm paying the bills with our a right now and you know, not living lavishly. So one Abbott doesn't work for me, I need multiple. And so that's when I started to consider wholesale and I realized with wholesale, I could cash flow more quickly, right? So I could, I could be paying myself actual money in the salary within 30 60 90 days, depending on how quickly I could figure it out. And so I said a rule for myself, I said, I'm not allowed to buy inventory even if it's profitable unless it's also you gotta figure it out, burn the bridge, that's what I did. Um And you know, struggled for 3 to 4 months, It was really tough and eventually I did figure it out and grew that business where I was self sustaining, you know, it wasn't a lavish life, but you know, I at that point decided to go back to college full time as well. I had left a toxic relationship and was like, I gotta work on me, you know, So I went back to school full time actually as a finance major um at U. N. F. Did that full time while running the amazon business and it was great, life was awesome. And then I was talking with as many seven figure wholesale amazon sellers that I could find and I was like, hey, I'll pay you for your time, it's all good. And only one of them responded back and that was my now co founder James, he's like, hey, don't worry about it, let's just jump on. And jazz was like, all right, sounds good. So we started to meet once a week just holding each other accountable kind of like a mastermind, right? Just just him. And I, and initially I found out he actually had a degree in computer science and he was a full time college student as well. Um and so he kind of teased the idea of software, I'm like that sounds interesting, you know, we'll see here. And he had built out been dr crn dot com already and it was cool because you know, independently we had built our own systems for managing how we find suppliers, you know, using spreadsheets, tremolo for me. And he basically built a web application that did that but pulled in case and information, which is fantastic. And so we joined forces. We actually met on instagram, which is funny, we worked together for a year and a half on the business before meeting in person. Um and we learned a lot, We build a facebook group, we taught, we, we used to teach wholesale sourcing live for free, every Tuesday, I mean for 22 plus years I think. So we, we built up a nice audience. We, we had learned a lot. We failed tremendously on the software side because we had no idea what the heck we were doing within dr crm, it still exists, which is cool, you know, we stopped paying customers there, but uh, we decided we wanted to kind of up the ante, we wanted to take on a larger challenge and that challenge ended up becoming re pricing. We realized, you know, the area that needed a little bit more innovation um and could be done better and was within the wheelhouse that we were capable of achieving was re pricing and that's when we started working on aura. So James pretty much locked himself away. That's actually him right right back there, um, locked himself in the room for 80 hours a week for eight or nine months and built out the entire thing himself. Like I'm not an engineer, so I couldn't help, but we, you know, I flew out to his college between semesters on winter break and we launched aura Together and then I flew back and went back to two classes and yeah, so we, that took off, we've been growing that like crazy. Now we're a team of six, we gotta have our own office in boston, you know, so we're all co located here. Um, and we've got some stealth stuff I guess you can call it that we're about to launch. So it's been a lot, it's been a lot. [00:13:28] spk_2: I love it. So you're right down the road from taking metrics and [00:13:34] spk_1: so there are two blocks from my apartment actually [00:13:40] spk_2: I'm with have, you don't know, you haven't [00:13:44] spk_1: met [00:13:45] spk_2: e commerce chris. [00:13:48] spk_1: I don't think so. [00:13:50] spk_2: He, he does a conference called seller velocity. Um, and his company is e commerce chris and he is a former Amazonian and so he has a lot of connections and he helps sellers with reinstatement, suspensions, that kinds of things, account management, that kind of stuff and he's just really, really cool guy to know. So I'm going to have to make that introduced. I mean I just got a christmas gift from e commerce chris and it was honestly the coolest christmas gift that I've ever gotten from that one. And so you know, he's a good guy to know because he sends christmas gifts anyway. No, he's just a good guy to, he's been on the podcast a couple of times, a good friend of ours but I'm gonna have to make that I'm going to write it down, I'm gonna [00:14:44] spk_1: make you appreciate [00:14:45] spk_2: it because you got to know him and especially with what you're working on because I spoke with, I spoke at cellar velocity all about selling your private label products in retail stores in brick and mortar and that was a big hit. And so with the project you're working on, that would be good to go. You know, let's just talk about pricing for a moment on the private label side, pricing has actually become a thing. It didn't used to become a thing, but it just didn't used to be a thing. Um, but now amazon is starting to do competitor research and starting to look at other, like if you're selling on walmart For whatever price and then you drop your Amazon price or you raise your Amazon price. Um, you can get kind of a pricing violation alert in the skin cause problems. The other thing with private label is if you change your price any more than 2% of the last buy box price and you're not using the sale field, you can lose the buy box to yourself. People are like, well I'm the only one in the Bible. Amazon doesn't care. They're going to put you in the other sellers category and people have to click other sellers. So that's what's been going on in private label. So pricing is important in private. [00:16:13] spk_1: We can talk about that too because I think there's a lot to talk about just for that. Let's [00:16:18] spk_2: talk about it. What have you seen on that? [00:16:21] spk_1: So it's less about what I've seen and just more like what I've what I've noticed with a lot of sellers. So I've never done private labels. So take everything I'm about to say with a grain of salt, please. Um I know a lot of private label sellers that do it full time. And there's this interesting issue where people, somebody will say I'm a private liberal sailor. I don't fully know what that means. Sometimes because sometimes it means you're building your own brand, it's good. Sometimes it means white labeling, meaning you took the exact same product and you threw your label on it and that's like there's no differentiation, right? So let's talk about that because that fundamental assumption is incredibly important. A brand exists. The term brand exists for a reason that's why people pay other people for brand marketing, it increases the perceived value. So here's what's interesting you have, I think a lot of people that are really doing white label, they're not really creating a company, a brand. And so [00:17:18] spk_2: taking a commodity products and they're slapping their label on it, which is white labeling an existing product. And suddenly you have many people competing for the same by box. [00:17:31] spk_1: And it's not even just that, it's like now you're competing solely on price [00:17:38] spk_2: and reviews. [00:17:38] spk_1: So here's an issue here is an issue I jumped on the podcast this morning, talking literally about wholesale pricing strategy, right? You don't just sit down and say, okay, well my cogs are this I wanna charge X. And like that's a cool gap. Like you need to think that through a little bit more strategically, especially if you want to go B two B. Now, you gotta factor in that, that margin hit, right? And that's okay. But what I find is a lot of people get a little too focused on the amazon side and they basically create a brand that is over fit for amazon, [00:18:09] spk_2: right? [00:18:10] spk_1: And that becomes a problem. Look at anchor, anchor started [00:18:13] spk_2: on amazon, [00:18:14] spk_1: correct? And you end up shooting yourself in the foot right? Anchor started on amazon and they did it right? But they also got off amazon as well, right? It wasn't just like I'm gonna be on amazon and like that's the whole shebang. I think that's a great launch thing, right? It's a great way to build a brand, get buzz, there's demand built in. You don't have to go build that out yourself. But here's the thing when you, when you transition, when you shift over from white label too, let's not even call it private label, let's just call it building a brand. That's really all you're doing when you do that, you approach things completely different. It's like what I tell people with wholesale when you just approach a brand and say, I want to give you money and buy your things and sell them good luck when you approach it as a relationship and you go more deep into the business aspects of it. The game is different. You're playing a different game, right? So a lot of people say, oh, there's so many sellers on, on amazon it's saturated. No, it's not. There's a ton of sellers but there's nobody really competing. It's a very small number and you gotta keep that in mind, [00:19:08] spk_2: control your price because you're offering something that a customer cannot get elsewhere and that something matches the pain point and that something is something you can protect. You. Now own your price point and you own your strategy um and you can build in the margin to be able to [00:19:29] spk_1: scale very quickly. You can position the brand, the product, right? So I'll give you a great example. I just brought brought, just bought a new dock kit Because I want to see a little bit smaller because I travel once a month and I'm like, I'm sick of packing a suitcase. I'm just gonna do it all. It's a weekend trip. Anyways, I'm gonna pack it into a briefcase and I was looking in, listen, there's there's a ton of private label options on there that are 12 and 15 bucks. I paid 50. Why? Because I went to, I found Bell Roy which is a brand and I could tell that the quality was good and it felt like a brand, not just some something, somebody put up, it's different. I literally think about that as a consumer. I literally paid dramatically more money for a product, it's not, it's not cost anymore. Right? That used to be the case and I don't think it is anymore. But think about what that enables brand or bell Roy to do. They can go wholesale now. It probably cost them $15 to manufacture, They're selling it retail for 50. Absolute. A retailer will say, Hey, I'll buy it and I'll make a $20 profit on it. Cool. There's, they sort of profitable margins. Right? So your pricing strategy, when you're, when you're talking about creating and bringing on a new product line needs to take a little bit more time. In my opinion, I, I see a lot of cells when, when I asked, how do they approach it? They go, oh, I see the market and then I see the price point. I'm like, I get it logically, but I think you're missing the point a lot of times, right? It's not just, well they seem to be around 20 bucks, But like what could you do to make it worth 50 and people be excited for it? That's interesting. Right? Right? [00:21:01] spk_2: And you also have to be careful with that too though because There are certain there's certain markets that, that don't do well if you're just because you're building a brand doesn't necessarily mean somebody's willing to pay $30 more for your particular toilet. [00:21:19] spk_1: So [00:21:20] spk_2: It's very important to make sure that you are, that you can actually meet that price. And what I love to tell people is look at the market price. The the you know, if I'm selling something that is, you know, a fancy coffee mug or something or a fancy water bottle, whatever, right? And if I'm selling this, I'm going to look at the market price for stainless steel. Really nice. Okay. Probably around $20 for something like this, right? And now I'm going to differentiate it in a way that matters to the customer and in a way that I can protect my brand and my price and I'm going I might go a little bit higher price. But what I want to do is I want to make it so easy for that customer to [00:22:05] spk_1: choose me? [00:22:06] spk_2: I want them to go, oh my gosh, look at that. Yeah, it's almost the same price. It's just a little bit more, but it needs my need and it's a real [00:22:17] spk_1: brand, right? It's the value relative to what I'm paying, right? [00:22:21] spk_2: Exactly. If you feel like they got with the value that they paid for that product. So, you know, if if they're unboxing experience and they get it, it's like that expectation versus reality [00:22:35] spk_1: thing, exactly [00:22:36] spk_2: what is this? It's terrible. Right? So, I love it. And how was your unboxing experience with Delroy? Was [00:22:44] spk_1: it was great. Yeah, honestly, it was fantastic. Like, at no point was was I like, paid too much for this, I was like, that's about, right? I'm not like ecstatic, it's a toiletry kit, right? But I'm like, no, that's that fits my needs. I'm good like, and I'm happy with it. And I'm glad I didn't get something cheaper because that's what I currently have. Well [00:23:03] spk_2: that you bring that up though in terms of pricing, I agree. Like so many people are the other problem that I see people do with pricing, especially when they are white labeling or private labeling, is they'll pay too much to the supplier. So they're basically shopping on Alibaba, right? And they're reaching out to all these suppliers and they're like, how much is it? That's not the conversation you want to have with the supplier and then you're immediately telling that supplier that you're a Nube and they're gonna give you a crazy price because they're not going to expect to get a reorder from you and you're going to pay this crazy price. And then I have people coming to me going, I hope I can sell it for $50. And I go, well, wait, this toiletry bag looks the same as this $12.01. What makes you think you're going to be able to sell it for 50? I don't know, I'm hoping I can do better photos [00:24:00] spk_1: okay. But the [00:24:02] spk_2: price is $12 for this type of toiletry bag, right? So that's the that's the other thing that I see people doing. So when you're when you're thinking about your pricing, you need to look at the market price, you need to look at the value you offer, you need to make sure it matters to the customer and then you need to what we do and our program is divided by seven. And if we can't source that product at scale divided by seven, then we go this is not the product for us, right? Unless it's a more expensive product, then we'll go down to like a five X. [00:24:36] spk_1: Right? Makes sense. Makes sense. But [00:24:39] spk_2: That way we have that that built in margin to not only Amazon margins now, like it's like 40% for fees and everything else. It's crazy. So [00:24:48] spk_1: but but pause on that for a moment, right? So a lot of people complain about fees and listen, I get it, I paid them a lot as well. My thing is like it's it's all about perspective, right? Like what you're really doing is you're giving amazon a B two B commission to get your sales. That's all you're really doing. So it's like if you look at um brand or a retailer Margins, it tends to be 40-60 of a markup. That sounds about right. So actually it's actually on the cheaper end of what it would be if you go B two B. But but what's interesting is we have no no qualms about saying, oh well this retailer that's brick and mortar, wants a 60% margin. Yeah, I'll pay that all day long. Wait hold on. There's no difference. The only difference is amazon can command far more demand then your average retailer cam. Yes. Well your perspective [00:25:48] spk_2: but they can't command as much demand demand as a major retailer totally different shelves. Like that's life changing money. That will make [00:25:59] spk_1: your [00:26:00] spk_2: sales look like a [00:26:01] spk_1: penny. Yeah, I mean a [00:26:05] spk_2: Lot to go to get there right, we're not just gonna start just like we did on Amazon with one product, one you know one little market. You know, we're going to start with one little brick and mortar retailer. One online retail, one small online retailer. Um So I love that. So as far as pricing goes on the, you know, you guys have the aura re pricer um what's going on? I want to know what's going on on the reseller side because I've noticed that amazon really is putting a a premium on making sure that you're a registered brand. Like if you're not a registered brand on amazon, your life is hard. You can't advertise in half the places you can't and now they're starting to really lock down brands and make it very hard for resellers. So what are you seeing in that market and how does that work? [00:27:02] spk_1: So let's on the brand registry side more on, I mean this is just everybody but like the insurance side. I think everybody kind of got caught off guard where they're like prove that you have insurance right now. And so there's a lot of anxiety. [00:27:12] spk_2: Right? [00:27:13] spk_1: Sure. So for us the the interesting thing is during covid the algorithm for the buy box kind of shifted. So you started to say okay well people can't ship things into FB. A. So that's a no go merchant fulfilled is an option. So we're gonna prioritize merchant fulfilled. So we had a lot of sellers that were basically what the strategy used to be is if you're F. B. A. And the current by box price is FDA you would either match re price below by penny. We can talk about that. Um And why? That's not a bad thing. I know it's a misconception but um if if if it was a merchant fulfilled you actually re price above by 2 to 3% and you'd be able to pull the buy box up because technically you're a better offer based at least on the shipping time right? Shipping and handling time that changed though. And covid, I mean most of our users transition from FDA to merchant fulfilled and they're like I can still offer two day shipping, I can't do it nationwide obviously but there is such thing as a regional by box yes we typically only see the one like for us because we're using the amazon M. W. S. A. P. I we only see one by box, there is no like concept of regional but they exist. And so what's interesting is um a lot of sellers once that started to shift back over in favor of FDA once once the logistics problem was was kind of solved sort of flooding inventory in. Well why would you do that? You get more distribution which means you get more access to regional buy boxes. So wholesale is a great example. If you're you know moving let's say 100 units a month on average bump it to 1 51 75 most likely you'll find as as long as you're going into new fulfillment centers, you get access to new um regional buy boxes which is super important. Right? If you look at the algorithm there it hasn't changed a ton. I mean you know the biggest thing that that we recommend and we've unfortunately had to tell a few users hey like no repressing tool can help you right now because your seller feedback is so bad. Right? So repressing is a thing where it's not a silver bullet, nothing ever is, It's a multiplier. Right? So if you have amazing seller feedback, if you have, you know goodbye cost. If you have enough skews, it's a no brainer. It totally makes sense and it's gonna pay itself off within a few days. But if you come in you're like I have to skews um I overpaid on all of them. The buy box is below my buy cost. Um and I have 20 seller feedback. Yeah I can't do anything for you. You have deeper problems, right? So like most things in business it comes down to the fundamentals right? Like it's just getting the fundamentals [00:29:41] spk_2: right where you can move the needle right? [00:29:43] spk_1: Yes. Absolutely. [00:29:45] spk_2: Okay, that makes sense. And then um the other thing that I wanted to ask, you owe something that's really cool for private label sellers and um brand registered sellers is the pricing strategy. That is a lot of fun. Is you know that big red banner that shows up over a price, That's when something is at its lowest price in 30 days. So if you guys want the banner over your over your sales you can and that can that can sometimes make a big difference. Um Just make sure you just lower the price slightly so that it's the lowest price in 30 days. Um If you're going to lower the price more than 2% of the last five box price though, make sure that you're using the sale. Um The sales field in the offer tab of your listing so that you don't lose the buy box to yourself. Um So that is something to think about in terms of pricing. Um We talked about wholesale pricing like leaving enough margin, how you should think about pricing your products in the market, awesome. Anything else about pricing um that we should know before we move on to adding a b to B channel. [00:31:06] spk_0: Thanks for tuning into Part One of this episode, join [00:31:09] spk_1: Us every Tuesday at one [00:31:10] spk_0: PM, pacific standard time for live Q and A. And bonus content after the recording at cellar Roundtable dot com, sponsored by the ultimate software tool for amazon sales and growth [00:31:21] spk_1: seller s c o [00:31:22] spk_0: dot com and amazing at home dot com.